Douglas Cole, author of The Sales MBA

How to Approach MSP Marketing | Derek Marin

When it comes to new MRR, every MSP will say they need more leads. They'll say, "When we get the at bat, we usually win… but we need more at bats." While this might be true, it's usually not the whole story. When it comes to sales and marketing, there is a difference between a referral and a marketing lead. Just because you close a lot of referrals, doesn't mean you're going to close your marketing leads… so don't blame the marketing guy until you've listened to this episode. Derek Marin is the Founder of Simple Selling, a Marketing Firm that can add between 6 & 13 new managed services agreements per year by generating warm pipeline, and consistently converting cold prospects into warm opportunities that close. Derek has been in marketing longer than you've probably been in sales, spend nearly 4 years in Customer Success and Channel Partnerships at HubSpot, and even owned a Juice Bar in Costsa Rica. What??? Find him here: https://www.linkedin.com/in/marinderek/ [https://www.linkedin.com/in/marinderek/]

The Feel Good Close, Part 2 | Brian Gillette

"As soon as you hit an objection, you just go back and change a bunch of stuff [in your tech stack], rather than learning how to overcome the objection… You change the external factors as to why you're not selling, rather than addressing the internal factors: which is that you don't know how to sell." Join us for the second part of our two-part series with Brian Gillette (again, no relation). In this episode we discuss why it's so hard for MSP's to sell their services in a highly competitive market that is often competing at the lowest price possible… To everyone's detriment. Brian and I are both former salespeople turned MSP Coaches, and holy-moly do we have a lot in common. In this two part episode, we talk about the state of the industry, why people buy and sell stuff, and just exactly what are our options for a "close" that "feels good." Everyone is in sales, you might as well join The Club: https://club.reclaimingsales.com/join [https://club.reclaimingsales.com/join]

The Feel Good Close, Part 1 | Brian Gillette

"You know I had a lot of confidence in you when you started here. That confidence has been dashed. I don't actually believe in you. I don't think you know how to do this. But your sales manager seems to think that you can so I'm gonna let you keep trying." —Company COO Brian knew that this was in his blood, but he'd succeed one month and fail the next. No consistency. Turns out there was something on the inside that was not at peace with the outside. How do you get over that kind of self sabotage? Brian and I are both former salespeople turned MSP Coaches, and holy-moly do we have a lot in common. In this two part episode, we talk about the state of the industry, why people buy and sell stuff, and just exactly what are our options for a "close" that "feels good." Everyone is in sales, you might as well join The Club: https://club.reclaimingsales.com/join [https://club.reclaimingsales.com/join]

Douglas Cole, author of The Sales MBA

Douglas Cole has been working at LinkedIn since 2019. He sold enterprise software, and eventually ended up leading a team of salespeople. We talked about his new book The Sales MBA, [https://www.amazon.com/Sales-MBA-Influence-Corporate-Buyers-ebook/dp/B09ZPSZVDM] and one of my favorite topics of achieving Plausible Objectivity. Who I am: My career spans consulting, education, and sales. Three interests are at the heart of this journey. I like big picture thinking and analysis. That's the consultant in me. I like distilling first principles to help others improve. That's the educator in me. I like driving growth and rallying around a common purpose. That's the sales leader in me. In essence, I enjoy teasing out hidden sources of meaning in our personal and professional lives. Find me here: https://www.linkedin.com/in/sholtodouglas/ [https://www.linkedin.com/in/sholtodouglas/] Join the Book Club! https://club.reclaimingsales.com/join [https://club.reclaimingsales.com/join]

Season 1 Capstone | What Comes Next?

I started this podcast over a year and a half ago, and it has been an amazing journey so far. Listen to this update episode to get an idea of what's coming next, and where you might be able to get more! https://club.reclaimingsales.com [https://club.reclaimingsales.com] Find me at: http://linkedin.com/in/rwgillette/ [http://linkedin.com/in/rwgillette/]